How to Win Work Without Selling.

How to Win Work Without Selling.

VIC seminar February 2019

  Free Seminar

Recording Date: 19-Feb-2019

Recording Type: Video + Slides

Michael Schiffner, Managing Director | Collective Intelligence Pty Ltd

Michael is the Managing Director of Collective Intelligence. His practice supports professional service firms to increase their revenue by helping their people to be more effective and confident in conducting business development activities.
He and his team offer management consulting training, business development and executive coaching for professionals who need to win work but hate selling. Recognising that BD doesn't come naturally to most professionals .
During Michael's time as an Associate Director at KPMG Australia, Michael was instrumental in establishing their Business Development Academy where he personally conducted more than 600 hours of individual coaching conversations with more than 65 partners and directors - influencing more than $12 million of additional revenue for that company for FY13. Michael's clients include KPMG, PwC, Logie-Smith Lanyon, KHQ, Clarendon, Moore Stephens, HLB Mann Judd, AECOM and Telstra.


Most professionals don’t become lawyers to sell; yet at some point in their career they are required to help win work as part of their role in the success of the firm. Understandably, many lawyers cringe at the thought of having to ‘sell’. For many lawyers, business development is also outside their comfort zone and they usually have not had the necessary support to help them develop solid business development habits. 

Fortunately, Michael’s refreshing methodology allows lawyers to win work without selling. In this pragmatic session, Michael will share practical ways to authentically advance relationships from first coffee to trusted partner, and everything in between.

Key takeaways from this session include:
• The BD mindset required to effectively win work in professional services without selling.
• Networking tips on how to establish, advance and maintain your professional relationships.
• Crafting your client acquisition strategy and populating your personalised BD plan.


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